Wanted: A Trailblazing Sales Expedition Ambassador

(Also known as an Account Executive) 

 

EMBARK ON YOUR JOURNEY 

We invite you to join Entara and further your career journey with us as an Account Executive. Seeking out and converting prospects into satisfied customers is an art form. If you are satisfied by pairing business leaders with solutions - converting their identified business obstacles into an opportunity for a solution, positioning their organization and your organization for a successful win-win - keep reading.

At Entara, we believe we have perfected the craft of what it looks like to be a top-tier service provider.  We’ve built lasting client relationships while sitting in the trenches of day-to-day technology issues and establishing practices and standards that help our clients mature their technical footing—keeping security at the forefront. We’re embarking upon new partnerships and ventures, continuing to advance the impact we can have on companies joining the increasingly tech-dependent, security-centric world. On this quest, we’re seeking a trail-blazing ambassador to capture, cultivate, and close relationships with clients who can benefit from our key service areas: Managed Services, Cybersecurity Services, and Incident Response.

In summary, we’re seeking a driven sales professional who is a relationship aficionado and an expert at marrying solutions and services to help our clients meet their business objectives. Are you the accomplished Account Executive we’ve been looking for? 

WHAT YOU’LL BE DOING 

(Otherwise known as the fine print, the list of job tasks and responsibilities.)  

Our Account Executive (AE) is responsible for identifying and building relationships with key decision-makers within our target audience, driving new external business opportunities as a member of our Growth Team. Working in collaboration with our Sales Engineers, AEs generate sales leads by leveraging industry connections and managing inbound leads from marketing efforts. They utilize a range of tools and strategies to meet and exceed sales goals, contributing to the company's growth. As part of a focused and cohesive sales team, AEs also play a role in refining our sales approach to expand our client base. This position reports directly to our Chief Growth Officer.

Generate New Leads

• Leverage your personal network, database contacts, and client referrals to identify and connect with new potential customers.
• Seek out and attend industry events, networking socials, and professional communities to build new relationships and uncover sales opportunities.
• Represent Entara at key industry events, delivering sales presentations and engaging with attendees to drive new business opportunities.
• Set, track, and manage your calendar of appointments, events, and networking opportunities aimed at expanding your current prospects list and generating your own leads.
• Foster Entara’s existing partnerships to identify correct partner contacts to build new relationships with. Build and maintain relationships with these contacts to generate leads from their clients.

Drive Sales Process

• Follow Entara Documented Sales Process to work leads.
  • Schedule and conduct Introductory meetings & scoping calls with prospects.
  • Effectively qualify leads and identify prospect needs, utilizing Sales Engineers and other team members at Entara when appropriate as technical resources when needed. 
  • Deepen prospect’s knowledge of Entara offerings and services through utilizing existing collateral and creative content.
  • Align all parties, internal and external, with next steps throughout the sales process.
  • Coordinate contract signatures and contract revisions (i.e. SOW, MSA, NDA, etc.)
  • Transition new clients to account management and project teams within Entara after closed won sales.
• Record the outcome of your calls, meetings and emails in Salesforce, identify appropriate follow-up tasks and manage progress.
• Ensure your assigned opportunity records are correctly categorized with updated close date, next steps and closure probability in Salesforce at each point in the sales process.
• Maintain an active sales pipeline to successfully achieve recurring and non-recurring revenue goals.
• Maintain awareness of when to appropriately refer a prospects or client to Entara’s partners for services outside of our service catalogue.
• Attend weekly Deal Reviews presenting updates on progress, closed deals, and strategy for next steps.
• Attend team huddles (2x/week) to connect with team and foster cohesive operations.

Develop Industry and Entara Expertise

• Strategize with the sales team on Entara’s existing service catalog, potential marketing strategies and how we can optimize from past deals won or lost.
• Assist in the development and improvement of Entara’s prospect outreach methods enabling expansion into new industries.
• Perform research tasks that deepen your and the team’s knowledge of the concerns and challenges of specific companies and industries in relation to their technology and security needs.
• Help build and maintain sales enablement training and documentation.
• Explore and propose new channels or forums that present additional sales opportunities for Entara.
• Identify and communicate the need for additional collateral to aid your outreach and sales efforts to members of the Growth Team.
• Assist in the creation of new sales and marketing collateral.

WHO YOU ARE: REQUIRED SKILLS AND EXPERIENCE

• You’ve spent 3-5 years selling in an outside B2B market with specific experience closing deals with the C-Suite while selling Managed IT Services and cybersecurity services. Our ideal candidate easily integrates technical terminology into business discussions and brings the experience of proposing IT and security services solutions to resolve operational pain points for prospective clients.  

• Your track record demonstrates a proven record of consistently meeting and exceeding sales quotas. Your hours of research, attentive listening skills, and ability to meet needs with viable solutions keep you ahead of deadlines and help ensure all your tasks cross the finish line.  

• You’re more than a “one trick pony,” you cringe at the thought of being labeled a greasy salesperson. Instead, you are people-focused and consistently motivated by the opportunity to transform businesses and empower their employees through the services you sell.

• You have an innate ability to conduct independent research on companies and industries and synthesize that information into tangible sales strategies. You appreciate the fact that you can’t truly connect with a prospect until you make the effort to get to know them and can “speak their language” fluently.

• You have a proven process for maintaining your business relationships and a personal organizational system that ensures you let nothing fall through the cracks and get quality work done with efficiency.

• You are familiar with recent technological trends that have rewritten the rules of traditional sales. You have mastered the use of CRM platforms (Salesforce is a major plus) to record and manage opportunities, and you can navigate numerous social media platforms—including LinkedIn—to maximize your outreach efforts and supplement your industry knowledge.

• You possess a winning combination of superb writing skills and refined verbal communication skills. You can convey energy, confidence, and genuine interest over the phone just as easily as you convey competence, professionalism, and trustworthiness face-to-face. Your emails are professional, generally error-free, with an added pinch of personality. In any medium, communicating clearly, effectively, and persuasively is a natural ability you take pride in. 

• You have a dedicated, private space for a home office and have in place a reliable, private internet connection with at least 50MBPS bandwidth. Public Wi-Fi and shared common spaces do not meet these standards. Entara will supply you with the necessary hardware to complete your tasks remotely. 

• While working the majority of your hours remotely, you don’t shy away from jumping on a plane and getting face to face to optimize a client relationship, attend a conference, or support our partners. Anticipated travel will vary and flux, we anticipate an average of 5-7 trips annually. 

• You’re available within standard working hours from Monday-Friday, 8:00am – 5:00pm CT with occasional flexibility to accommodate team and client needs. You prioritize putting in the time and effort to get the job done right while taking pride in your follow-through. You grasp what to prioritize, when to call it a day, and how best to build in breaks for personal wellness.

 

WHO YOU ARE: PERSONALITY-WISE 

• Thrilled by the chase. Your spirit animal is Jack Donaghy and your drive to succeed matches his quest to become CEO of GE. You are motivated by the opportunity to compete against yourself, generate your own leads, and overcome obstacles as you build and expand upon new territory. You thrive on exceeding goals and crossing tasks off your to-do list. The challenge of each task keeps you driven and focused as you enhance your skills, cultivate new relationships, all while looking your best, because after all, “your hair is your head-suit”.  

• Team Player. You understand that in a growing sales organization, handling complex, trust-centered opportunities require a team’s worth of effort to close new business. You see your fellow sales teammates as a collaborative unit, tee-ing each other up for successful outcomes. While you’re the sales spokesperson, you leverage your teammates as valued resources who enable our sales engine to thrive. 

• Social Dynamo. There is a magnetic quality to your personality, which means that you rarely leave an event without making a new connection or acquaintance. You have the remarkable ability to light up a room and keep any number of prospects entertained with your enthusiasm and charisma. You are known for your ability to keep people engaged, whether over the phone or in person, no matter the topic at hand.  

• Reactive Listener. Your mastery at building the base for long-term business relationships is what sets you apart as a sales professional. You are assertive without being pushy and have mastered the art of reading your audience. You have a keen ability to actively listen to a prospect’s needs strategically identifying opportunities providing solutions that uniquely alleviate their pain points.   

• Promise Keeper. Hearkening back to your days on the playground and the “super pinky promise”--when you make a commitment--you keep it. You religiously follow through on your commitments, flexing your time management and prioritization skills, knowing how critical every detail is when closing a deal. From the first call to the last handshake, you continuously present yourself to prospects as a trustworthy resource, answering their questions and leading them to the best solution for their current business season. 

• A+ Top Performer. You are a multitasking champion who is well versed in the ABC’s of sales: Always Be Closing. When the end of a quarter approaches, you stay calm, cool, and collected-closing deals and securing signatures. You can manage multiple screens, back-to-back conversations, and high-volume activities without losing track of a prospect. Plus, your competitive spirit keeps you motivated as you continue to expand into new territory, conquer a difficult sale, and take home that 1983 Cadillac El Dorado!  

 WHO WE ARE 

Founded in 2001, Entara is an eXtended Service Provider (XSP) focused on providing cutting edge technology and cyber security solutions to companies in regulated industries. With our roots in providing service to the electronic trading market, we are known for growing with the pace of technological change and the developing security needs of our clients. We are redefining ourselves - and our industry - and creating a new class of service providers, XSPs, because we recognize that MSPs and MSSPs are no longer what our clients need. Downward pressure from both regulators and insurance providers convinced us that it was time to integrate our IT and cyber security offerings and deliver strategic, future facing solutions for our clients.   

In order to build, maintain, and optimize these types of solutions, we need high-performing, highly-collaborative teammates who are excited to join in this journey with us. There are several reasons why employees love being a part of the Entara team. We’ve been recognized as one of Chicago’s Best and Brightest Companies to Work For since 2017. We are a remote-first workplace. We seek to build a team that’s brought together by more than just skills, but who embrace a personal alignment to the values that precede the work we deliver: Empathy, Excellence, Execution, and Evolution. If this sounds like you, let’s connect and discover if we have the foundation to build something great together.   

 WHAT YOU GET IN RETURN 

As an employee at Entara, you will have a direct impact on our operations, our clients, and your fellow EntaraCorps members. Because of that impact, you get our respect and gratitude for the role you play in making Entara the best it can be. We consider mentoring and participating in the continual learning of others to be absolutely essential for both you and your co-workers.  

To reflect our commitment to our employees, we offer unlimited PTO, remote-first work, 401k matching, paid parental leave, employee outings (virtual and in person), reimbursement for approved seminars, conferences, and certifications, and 100% employee premium coverage for medical, dental, life, and disability insurance….and that’s just the tip of the iceberg.  

JOB TITLE	Account Executive
EMPLOYMENT TYPE	Salaried, FT
EXEMPTION STATUS	Exempt
COMPENSATION TYPE	Salaried | Commission
COMPENSATION RANGE	$80,000– $90,000: base salary. Sales commission eligible.